A Note for (DISC) S's | Rush's Take
Nov 14, 2023
So…finally!
The “S” or “Making an S of yourself!”
In their prime years, the S displays a pleasant and caring nature, and are driven by a desire for harmony and avoiding conflict. At 80, not so much, right!
Let’s talk about the S’s you’re most likely to encounter.
In the SAYA Selling System world these folks, when viewed through the lens of a Discovery call, require some gentle handling.
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As the buyer, they are team players, so when you, as the seller, attempt to uncover their reasons to take action, it’s a little tough to get them to pain (defined as personal, emotional need). You can uncover the basic problems because they want to cooperate and share problems with you, the seller. When you get to the point where you want to translate the problem into pain, they resist making it their own and will fill their speech with the pronouns we, our, ours when you’re looking for me, my, mine.
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When you, the seller, are the S, your challenge becomes braving the fight. From above:
a. You must ask questions which by their very nature are deemed by the S to be prying…not real comfortable for the S, asking questions can be made less threatening with softening statements (I don’t want to make you uncomfortable, I know this might seem rude, but…any statement that can blunt the edge, take the harshness out, ensure the prospect or customer isn’t put on the defensive.) and 3rd party stories (Earlier this morning I was speaking with someone and they said ________. How do you feel about that?)
b. You must be a little forceful (way out of character) and require an answer to the question you ask.
Seller: “How do you feel about that?”
Buyer: “Well that situation makes us a little uncomfortable.”
Seller: “I can understand that. How about you, personally? How’s that make you feel?”
One real strength of the S in the role of seller is Belief! The S isn’t going to be selling something that she/he doesn’t believe in, so they don’t have trouble ratcheting up both practice and delivery to make the Dove in them a little more Eagle-ish!
